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So many great questions! I could not hold it to just 10!
Most onsite professionals understand the importance of asking the rental prospect questions. We ask questions to determine the prospects� need and want as well as their creditworthiness. Yet, more importantly, we ask questions to create a trusting relationship. Don�t forget the Guest Card�to record the info and take notes.
Focus first on the prospect’s rental needs. Whether or not the prospect will meet your community�s rental criteria is of secondary importance.
Here are my favorite qualifying questions. As the saying goes, �It’s not just what you ask, it’s how you ask it!� Your tone of voice is crucial. Remember to sound and be perceived as FEP – Friendly, Enthusiastic, and Professional.
Who?
- �By the way, this is Rick. And you are _?�
- �Is the apartment just for yourself?� (Rather than �How many occupants�. This question gets you that information and usually more details.)
- �Will you have any pets?� (�Will there be any fur babies?�)
When?
- �How soon would you like to move?� (Not �When do you HAVE to move?� No one wants to feel like they HAVE to do something!)
What?
- �Take a minute and describe the kind of apartment you�re looking for?�
- �How many bedrooms will you need? How many bathrooms?
- �Is there any special feature you are looking for?�
How Much?
- �What price range are you considering?�
Where?
- �Do you work nearby? (Rather than �Where are you employed?�)
- �Where will you be moving from?�
- �How did you find our telephone number?� (For phone prospects)
- �How did you find out about our community� (For walk-ins)
- �What email address do you use most often?�
Why? (You have to earn the right to ask this next question!)
- �Do you mind if I ask why you are considering a move right now?�
Phone Numbers
And of course, you want to get a phone number! Rather than ask for it, just say matter-of-fact: �Let me get your mobile number in case something comes up.� Your prospect will be glad to share their phone numbers – mobile and work numbers – because they now have a relationship with you. You might even say, �I will text you additional information when it is available.�
What about the prospect�s creditworthiness? Shouldn�t that be a priority? Of course! But not in your initial conversation. Besides, the application process will separate the good prospects from those who don�t meet your criteria. Just focus on creating a relationship!
